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PODCAST

The Sales Japan Series

Dale Carnegie Japan

The vast majority of salespeople are just pitching the features of their solutions and doing it the hard way. They are throwing mud up against the wall and hoping it will stick. Hope by the way is not much of a strategy. They do it this way because they are untrained. Even if their company won"t invest in training for them, this podcast provides hundreds of episodes with information, insights and techniques all based on solid real world experience selling in Japan. Trying to work it out by

business management

All Episodes

09:48

189: Presenting Your Sales Materials Remotely

The Sales Japan Series ·

2020/06/09

Presenting Your Sales Materials Remotely Sitting in that tight, too cosy meeting room, opposite a throng of buyers, is now a figment of our fevered salespeople’s imaginations. We were able to whip out our brochures, flyers, catalogues, corporate propaganda with frivolous abandon. Today we are sitting at home or the client is sitting at home and now this is a one to one conversation. We have been geared up for in person client meetings, where our physical marketing assets were chosen for their

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12:45

188: Covid-19 Triggers Tougher Negotiations Part 2

The Sales Japan Series ·

2020/06/02

Covid-19 Triggers Tough Negotiations (Part 2) In Part One we looked at some of the key basics in negotiating: Our Position The Client’s Position Our Analysis What We Will Present How Will We Bargain What Should Be In The Agreement These are all the things we can control on our side but obviously we have to be ready for how the other side will approach the negotiation. In business in Japan, the idea of a win/lose negotiating outcome would be a very short-term view of the relationship. Actually

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08:56

187: Covid-19 Triggers Tougher Negotiations Part One

The Sales Japan Series ·

2020/05/26

Covid-19 Triggers Tough Negotiations (Part 1) Clients who are now suffering will shortly make you suffer too. They will be much more price sensitive and cautious than before. They are reading the same newspaper articles and watching the same news programmes you are, where it is all doom and gloom right now and the same prospect for going forward. In 1929, everyone stopped spending and unfortunately that included the governments around the world. This time we are better informed and the

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08:18

186: Salespeople Should Start Preparing For V-J Day

The Sales Japan Series ·

2020/05/19

Salespeople Should Start Preparing For V-J Day At what point will things get back to some semblance of normality? It is a bit like trying to pick the bottom of the current stock market drop. We won’t know until after the event, but it will happen. The Covid-19 numbers in Tokyo are gradually coming down, the lockdown in most prefectures has already been partially released. We are not talking aeons here. Actually, we are now talking days until the official lockdown will end. Yes, there will be

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14:06

185: Covid-19 Or Not, You Still Have To Master Client...

The Sales Japan Series ·

2020/05/12

Covid-19 Or Not, You Still Have To Master Client Objections Client hesitation or objections to buying from us are indicators we have failed in some keys areas in our preparation, questioning or solution explanation with the client. We have not fully understood what the client needs, have not matched our solution with what they need, have not shown sufficient value from our solution and have not created any sense of urgency to take action now. Here is a five step process for handling client push

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14:06

184: Covid-19 Makes Sale's Listening Skills More...

The Sales Japan Series ·

2020/05/05

Typically we speak at 150-200 words per minute but we can listen at up to 600 words. We have excess capacity and sometimes our concentration strays and we stop really listening to others. We might be thinking instead about what we want to say or what point we need to bring up. Have you noticed this about yourself? We miss a lot of valuable information when we are not fully listening to others. We have to hear with our eyes, watching their body language and we have to listen for the tone with

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13:50

183: COVID-19 Sales University

The Sales Japan Series ·

2020/04/28

Covid -19 Sales University Living in Brisbane, I would commute to and from work by car listening to audio tapes on business subjects like sales, customer service, negotiating, speaking skills, etc. Moving back to Japan in 1992, I continued commuting to work and continued to turn my vehicle into a university on wheels. It is amazing how much you can learn from listening to smart people, with rich experience and fresh ideas. In those ancient days, we didn’t have YouTube, podcasts or the internet

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15:37

182: Managing Client Expectations In Lockdown

The Sales Japan Series ·

2020/04/21

Managing Client Expectations In Lockdown Working from home is new and difficult for many of us. Sales, in particular, as a profession is such a human to human, knee to knee, face to face business. It is always hard work selling to existing clients, but the difficulty becomes much more magnified when dealing with new clients. This lockdown will not last forever, but this staying at home, remaining isolated, new normal could potentially last much longer. The wheels of commerce must continue or

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15:16

181: Presenting Your Solution On line In Japan

The Sales Japan Series ·

2020/04/14

Presenting Your Solution On Line In Japan When we sit down with a client for a face to face meeting there are a number of phases to the time together. The initial stage is spent catching up over some small talk on what has been happening for them personally. The conversation is then directed back to business and their current needs. Having heard that, possible solutions are introduced. The client says they will think about it and get back to you. Later based on a followup meeting or an email

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11:54

180: What Can You Do In A Crisis When You Can't Sell

The Sales Japan Series ·

2020/04/07

What Can You Do In A Crisis When You Can’t Sell? Getting hold of clients has become very strained. Normally, we have their work number and their email, but right now they are sitting at home with just their laptop and their mobile phone. Getting hold of them can be tricky. I was unlucky the other day. I wanted to speak with the Vice President and had sent an email along those lines. Silence at the other end, so I call his company number on his business card. The woman who answered the

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12:03

179: Managing A Sales Team In Covid-19 Lockdown

The Sales Japan Series ·

2020/03/31

Managing A Sales Team In Covid-19 Lockdown Farmers and hunters in your sales team represent a type of harmony in peacetime. But Covid-19 has us all on a war footing and that balance needs to be looked at. Isolation of sales staff at home allows farmers to hibernate. There is nothing happening and they just sit around in their pyjamas, going through the motions, waiting it out, expecting the clouds to pass and the sun to emerge. Of course, they expect to be paid their base salary, despite the

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12:03

178: Selling From Your Home Office

The Sales Japan Series ·

2020/03/24

Selling From Your Home Office Normally we lob up to meet the buyer in their office meeting room. With the buyer and ourselves now working from home, we have to switch gears on how we interact. Usually there are a number of people on the buying side for us to meet and there is no reason why we can’t meet them all on-line. The technology today can handle multiple people in the same virtual meeting. We should encourage everyone to attend because we want as many on the decision making side to hear

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12:41

177: Selling To Clients In These Covid-19 Times

The Sales Japan Series ·

2020/03/17

Selling To Clients On-Line In These Covid-19 Times Covid-19 might actually be good for sales. It might short circuit some of the dumb things salespeople do, when meeting face to face with buyers. With clients reluctant to hold business meetings because of their fears of the contagion from Covid-19, we need to connect to buyers through either phone calls or video calls. With more people working from home, it might be easier to get hold of buyers than normal. They are bound to be in less

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14:46

176: Covid-19 Is Truncating Your Sales Activities,...

The Sales Japan Series ·

2020/03/10

Covid-19 Is Truncating Your Sales Activities, Therefore…. First the agreed purchases were postponed. Then the events were cancelled. Next the sales calls were canned. Buyers are in lock down, many are at home working from there. The economic fallout from the virus is weaving its way into the fabric of the economy, starting with the small and medium enterprises. It won’t stop there because this is a global phenomenon like the Lehman Shock. All the little fish around the world stop spending,

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12:18

175: Unprofessional Professional Salespeople

The Sales Japan Series ·

2020/03/03

Unprofessional Professional Salespeople Salespeople in their forties, who have been selling their whole careers are professional salespeople. They are not Johnny Come Latelys who found themselves washed up on the shore of the sales profession or people who wandered through the wrong door and found themselves in a sales job. They have been in the game for decades and have acquired vast experience. Or so you would assume but Japan always has a surprise or two up its sleeve. My wife contacted a

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11:49

174 Selling Through Others In Japan

The Sales Japan Series ·

2020/02/25

Selling Through Others In Japan We may think we are selling directly to the buyer in japan but often we are not actually dong that. Selling through distributors is obviously a case where we sell through others. However when the buyers are sitting in front of you, you can easily delude yourself that you are going direct. No true in most cases. Yes, if you are dealing with a “one man shacho”, the founder/owner dictator, all powerful President, then it may be true. They make the decisions and

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13:48

173: Dealing With Buyers Who Won't Reveal Their Problems

The Sales Japan Series ·

2020/02/18

Dealing With Buyers Who Won’t Reveal Their Problem The basics of professional selling requires good questioning skills on the part of the salesperson. We understand the buyer need and then we match that need with our solution. Pretty straight forward stuff really. What do we do though when the buyer won’t reveal their real issues or are hiding the problem from us? This is a deal killer right there because you have no where to go. In desperation you start pitching your solution in the faint

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09:08

172: Expectations Of Newly Hired Salespeople

The Sales Japan Series ·

2020/02/12

Expectations Of Newly Hired Salespeople Be they people new to sales or new to that company, there is always a delay in new salespeople producing results. Sales leaders often have unrealistic expectations around how much a new person to the business can produce. If they are already selling in that industry, product or service area and have an existing client base, then it is reasonable to expect them to get results pretty promptly. In this day and age in Japan though where hiring new salespeople

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10:54

171: Just In Time Is Bad In Sales

The Sales Japan Series ·

2020/02/04

Just In Time Is Bad In Sales Toyota is famous for its JIT or Just In Time system of logistics when building cars. Parts arrive exactly when needed, so have vast space for item storage isn’t necessary, saving time and money. When we are selling we sometimes stray into this territory too, but this is a bad move. In the case of salespeople they are doing their background research into the company in the taxi or on the subway, as they head to the client’s site. They begin thinking about the buyer

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10:54

170: Selling Beyond The Sale

The Sales Japan Series ·

2020/01/28

Selling Beyond The Sale The main goal is always to get the sale agreed. To get the buyer to say “yes” and specify when delivery will take place. All of the efforts are concentrated here but is that enough? Over promising by salespeople is legendary. They do this to get the sale over the line. The potential damage to the brand is not in their minds because that is not their department. “Production, Logistics, Marketing and Customer Care need to take care of that stuff, my job is just get the

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